Your CRM Isn't Broken - Your GTM Strategy Is

Introduction
Think your CRM is the problem? Think again. If your team is drowning in messy data, chasing leads that go nowhere, or struggling to get clear answers from HubSpot, the issue isn’t the tool—it’s how your GTM system is wired.

The Real Problem Isn’t HubSpot
Let’s be clear: HubSpot isn’t perfect—but that’s not what’s holding you back. CRMs like HubSpot and Salesforce are incredibly powerful when properly configured. But without a strategic GTM backbone, even the best tool becomes a glorified spreadsheet with a nicer UI.

We’ve worked with companies that wanted to rip HubSpot out entirely—only to realise the problem was never the platform. It was the chaos behind it. Disconnected data. Siloed teams. Misaligned funnels. And worst of all: zero context at the point of sale.

A Real-World Example
A SaaS founder came to us after their reps started refusing to use the CRM altogether. "It's useless," they said. "I spend 10 minutes logging a call and still don't know what to do next." The fix? We didn't change the CRM—we rewired the GTM logic behind it. After that, reps had real-time signals, data flowed automatically, and close rates jumped.

Where GTM Systems Go Wrong

• No unified data layer between marketing, sales, and CS

• Leads flow in, but no routing or scoring logic

• Inbound and outbound efforts aren’t connected

• Automation exists, but it’s disconnected from frontline reality

👉 Your CRM isn't the single source of truth—your GTM system is.
This challenges the popular mantra. But it’s true. The CRM is just the interface. The logic, the flow, the decisions—those live in your GTM design. And if that’s broken, no CRM will save you.

What “Good” Looks Like
A high-functioning GTM system does more than report activity. It thinks for your team. It:

• Scores and routes leads in real time

• Pulls actionable insights from tools like Clay

• Enriches and deduplicates contacts automatically

• Pushes the right data to reps without them needing to leave HubSpot

• Aligns marketing, sales, and CS with shared definitions and workflows

Your CRM doesn’t need replacing. Your GTM motion needs reengineering. And when that’s done right, your CRM becomes a growth engine.

Book a GTM teardown call and we’ll show you exactly where the leaks are.